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Data.com Customers

NBC Universal

Industry: Communications & Media
“Clean data, faster sales cycles, higher productivity.”

Company Overview

NBC Universal is an American commercial broadcasting television network.

Challenge

Needed a handle on contact management, due to the rapid rate of personnel changes in the media industry
Wanted to show they could touch and know their clients better than anyone else in the industry
80 percent of sales time was spent searching through contact database

Solution

More contacts at C-level and beyond at specific accounts
Inaccurate contact and account data updated with Data.com Clean

Results

Increased sales and marketing alignment with Data.com’s complete and accurate database
Increased sales efficiency
Sales reps penetrate accounts faster with access to the right contacts
Lower bounce rates with quick and accurate updates of marketing lists

Lenovo

Industry: Hi-Tech Hardware
“Our marketing thrives on Data.com.”

Company Overview

Lenovo is a multinational computer technology corporation that develops, manufactures, and markets award-winning personal technology.

Challenge

Wanted to enhance sales and marketing data quality
Needed to consolidate diverse data sources while preserving data integrity
Concerns included contact data aging and data quality

Solution

Chose Data.com for its innovative, crowd-sourced approach to contact management
Flexibility and Salesforce integration were particularly well suited for Lenovo’s U.S. business environment
Helped with the overall segmentation process, with each account being linked to a set of targeted decision makers

Results

Reduced bounce rates for email campaigns
Decreased return rates for direct mail campaigns
Helped sales team reach more accounts and close more deals
Increased productivity, with employees spending less time searching through multiple sources to find contacts

Vanella Group

Industry: Business Services
“Having Data.com integrated with a CRM system provides huge value—it’s all about saving wasted cycles.”

Company Overview

The Vanella Group, Inc. is the leading provider of expert, high-quality, B2B telemarketing and telesales-based lead-generation services exclusively for technology companies.

Challenge

Looking to cast a wider net when prospecting within an account
Wanted to reduce networking cycles while gaining greater capacity and expanding output
Lists available for purchase contained many out-of-date contacts or incomplete information

Solution

Data.com helps with contact identification during tele-prospecting
Integrated Data.com with existing CRM system

Results

Reduced initial time spent identifying prospects by 40 percent
Accelerated prospecting with fast access to the most relevant and current data
More efficient use of CRM and other sales and marketing automation applications

Clairmail

Industry: Hi-Tech Software & Service
“We were able to beat out competitors with up-to-the minute updates through Data.com.”

Company Overview

Clairmail helps secure mobile banking for 8 out of the top 10 banks in North America. Its software makes it possible for people to view their bank accounts, make payments, and receive fraud alerts on their mobile phones.

Challenge

Wanted a solution with the most data and best data and full integration with Salesforce

Solution

Data.com’s crowd-sourced model offers unique value in terms of efficiency and data maintenance
Determined that Data.com’s information was 10 percent better than that of competitors
Automatically purges out-of-date contacts and notifies salespeople of new contacts
Full integration with Salesforce

Results

Provided Clairmail with a competitive advantage; for example, Data.com alerted Clairmail about troubled banks before the FDIC published information about bank closures
More new contacts and better data than other vendors
Up to 30 percent of campaign responders are contacts acquired through Data.com
Increased productivity by saving the sales organization from “dead dials”

Internap

Industry: Hi-Tech
“Data.com gives us information our sales reps can act on immediately.”

Company Overview

Internap provides IT infrastructure services such as content delivery, colocation, and managed hosting. More than 2,700 customers around the world rely on Internap to achieve their Internet business goals.

Challenge

Management wanted a solution that could help their army of 80 sales reps drive new business and increase the sales pipeline

Solution

Cleaned up incomplete and inaccurate records
Sales and marketing easily share clean, current, and complete contacts
Salesforce integration provides a single complete view of the entire company

Results

Sales reps are now able to quickly identify the right contacts
Shorter sales cycles
Expanded pipeline
Boosted close rates
Increased sales productivity; before Data.com, the equivalent of 5 percent of time spent with every opportunity was spent on data cleanup
Achieved widespread adoption thanks to the ease of use of Salesforce and Data.com

Enterasys

Hi-Tech Hardware
“Our campaigns soar with Data.com.”

Company Overview

Enterasys Networks is a premier global provider of wired and wireless network infrastructure and security solutions.

Challenge

Wasting time researching information for incomplete records
Needed a data enrichment tool to help sales team drive revenue and pipeline
Needed net new contacts to build marketing pipeline and expand their reach

Solution

Licensed Data.com to their entire sales team
Nightly update to leads, contacts, and accounts
Clean, complete, and accurate contacts are used for prospecting
Net new contacts provided by Data.com are used for marketing lists
Data.com paired with Marketo allows for closed loop marketing

Results

Data.com-managed pipeline has reached $1.4 billion
Completed records have saved significant time, with additional research rarely required
All contacts tied to opportunities have been improved with Data.com data
Pipeline directly sourced from Data.com through prospecting and marketing lists totals $2.9 million
Managed revenue has reached $548 million
Sourced revenue totals $1.7 million
Great ROI on marketing campaigns sourced from Data.com

Ariba

Industry: Hi-Tech Software & Service
“Data.com has made our sales reps much more productive and efficient in their day-to-day jobs.”

Company Overview

Ariba is a cloud solution provider, offering applications that automate buying, help target preferred suppliers, and manage enterprise sourcing.

Challenge

Needed to fill in customer information gaps
Sales reps wanted to extend their reach deeper into customer accounts for additional contacts to build pipeline

Solution

Quickly find contacts within given accounts
Able to do better diligence before initial prospect meetings and be more effective on sales calls

Results

Increased sales team productivity and efficiency
Reached more contacts in accounts, including beyond the C-level
Improved close rates
41 percent increase in qualified pipeline
Better targeting in email campaigns yielded new business opportunities